Publisher's description: Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991. A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty.

Don't bargain over positions --Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- What if they are more powerful? : (develop your BATNA - best alternative to a negotiated agreement) -- What if they won't play? : (use negotiation Jujitsu) -- What if they use dirty tricks? : (taming the hard bargainer).